Major Account Executive, Existing Accounts

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Oversee the renewal process for current customers while meeting retention and net revenue retention targets across designated agencies and military programs.

• Manage the renewal schedule by predicting timelines, aligning with budget expectations, and collaborating with stakeholders to guarantee seamless service continuity.

• Enhance accounts through upselling, cross-selling, introducing new offerings, and recognizing opportunities for the sales and capture teams.

• Conduct regular quarterly business reviews with clients, monitor customer health and satisfaction, and proactively address any usage, budget, or risk issues.

• Partner with Technical Account Managers and Sales Engineers to optimize customer value and communicate feedback to Product Management.

• Build and maintain trusted relationships with program managers, CIO personnel, mission leaders, contractors, and systems integrators.

• Keep precise account plans, renewal forecasts, and pipelines updated in Salesforce.

• Act as the primary commercial contact for clients throughout the lifecycle of contracts.

⛳️ Requirements

• A minimum of 7 years of experience in enterprise technology sales or account management.

• At least 5 years of experience managing Department of Defense (DoD) clients.

• Knowledge of the Navy or Marine Corps.

• Proven history of achieving high renewal rates and expanding existing accounts year over year against set quotas.

• Familiarity with DoD contracting and budgeting processes, including period-of-performance renewals, option years, fiscal-year funding cycles, continuing resolutions, and end-of-year spending.

• Experience working with prime contractors, resellers, and contract vehicles.

• Capability to discuss DoD cybersecurity and modernization initiatives, such as Zero Trust Strategy and ICAM, with both technical and program stakeholders.

• Active U.S. Secret clearance (TS/SCI), or the ability to obtain one.

• Customer-centric mindset, with strong organizational skills and follow-through to manage multiple accounts and renewal timelines effectively.

🏝️ Benefits

• Equity awards.

• Employee Stock Purchase Plan (ESPP).

• Healthcare coverage.

• 401K savings plan.

• Company holidays.

• Vacation provided as Paid Time Off (PTO).

• Sick leave.

• Parental leave.

• Employee assistance program.

• Support for mental and financial wellness.

• Flexible work arrangements: at home, in an office, or a hybrid of both.